This document provides a recruitment profile for a Sales Manager/Director position in the DACH region (Germany, Austria, Switzerland) focusing on either vertical industries like retail, CPG, manufacturing, or financial services, or horizontal areas including infrastructure and engineering & research. The role is responsible for achieving revenue growth targets in the region by generating leads, building pipeline, and winning new business from lighthouse customers. The ideal candidate will have over 10 years of relevant sales experience, a track record of large deal success, industry knowledge of focus sectors, and strong communication, presentation, and influencing skills.

1. RECRUITMENT PROFILE
SALES MANAGER / DIRECTOR – DACH REGION
VERTICAL(S):RETAIL AND CPG / MANUFACTURING / FS / TTL
HORIZONTAL(S): INFRASTRUCTURE / ENGINEERING & RESEARCH
Job Title: Sales Manager/
nager/Director DACH region – Vertical or Horizontal focus
Location: Germany / HCL Frankfurt or Munich office
th
Date: 18 of November 2009
Take ownership to achieve DACH region revenue growth targets:
Generate leads, build pipeline and win substantial new business with
enerate leads,
lighthouse customers in focused verticals in the region
hthouse
End-to--end ownership of Sales Process
Job Purpose:
Increase awareness of HCL in the focused industry(s) and relevant eco
system e.g. via partners and advisors
Work in close collaboration with Vertical /Horizontal to ide
identify industry
trends and push solutions fit for local markets
Core Competencies:
Solution selling – able to persuade senior managers by showing compelling and innovative
solutions which demonstrate clear benefit to the client
Industry knowledge - In depth understanding typical industry issues and requirements in
pical
chosen sectors and can clearly explain how HCL proposition can address these
Strong people skills - Can buil relationships based on trust and credibility with senior
build
managers in both clients/prospects and eco system
Agile and nimble minded – have ability to quickly absorb information and pull together
ability
compelling customer propositions
Leadership in managing all aspects of a Sales lifecycle
ll
Familiar with tools based Sales processes e.g. Siebel
Entrepreneurial work style – happy to achieve agreed targets in working with li limited support
and guidance
Page 1 of 2

2. RECRUITMENT PROFILE
SALES MANAGER / DIRECTOR – DACH REGION
VERTICAL(S):RETAIL AND CPG / MANUFACTURING / FS / TTL
HORIZONTAL(S): INFRASTRUCTURE / ENGINEERING & RESEARCH
Skills / Knowledge / Experience
Educated to degree level or equivalent Demonstrates excellent communication
+10 years minimum relevant Sales skills both verbally and in writing
experience Strong presentation skills
Large deal Sales track record Strong influencing skills
Understanding of the offshore related
nderstanding Ability to meet deadlines and targets –
business model & processes planning, prioritizing and controlling own
Relevant employer history workload
Bright – ability to quickly absorb Understands focus industry trends &
information and pull together compelling, requirements
simple customer proposition Active customer network in the re region
Track history of leadership Working knowledge of German culture and
language
Interview Process:
Interview with HR including reference check
Interview(s) with Country Manager
Interview(s) with President of Europe and Head of Vertical / Horizontal
resident
Interview with Head of HR
Package
Sales Manager 120 – 150k Euro
Sales Director 150k – 180k Euro
Regional Sales Lead – depends on skills/experience
Manager
Depends on Vertical/Horizontal
Solid line Team Lead or HCL Country Head
Dotted line to Head of Vertical or Horizontal Lead Continental Europe
Page 2 of 2